Solution Prospecting July IBM Forms

1. ® Solution Prospecting July IBM Forms Joe Loffredo Ingram Micro Technology Solutions Engineer, IBM Software July 11, 2007 Partner Smart.™

2. Forms are Everywhere You Go • Insurance • New Account Enrollment • Proposal/Quote Generation • Claims Processing • Financial • New Account Enrollment • Fund transfers • Loan Origination • Wire Transfers • Compliance Filings

3. Forms are Everywhere You Go • Government • Local • City & State • Federal • Other places you encounter forms • Department of Motor Vehicles • Medical and Dental • Car/Life/Homeowners Insurance • Legal forms and contracts • HR self service

4. Paper Forms? Common, but Costly! • One paper form costs $30-$165 to use, process and enter • 30% of pre-printed forms are wasted • Typical costs associated with paper • Paper • Printing • Copying • Faxing • Mailing • Storing • Courier delivery • Shredding & Disposal • $22.5 Billion (US) on pre-printed forms

5. Hidden Costs of Paper Forms • Lengthy to complete • Re-entering data causes errors • Slows business • Annoys customers • Time to physically route • Complex approval chains • Aggregating data across forms • Validating data and error checking

6. Why Consider eForms? • Business Reasons • Sophisticated error checking as user fills the form • Validation and enforcement of business rules • Less rework, less time lost due to errors • Dynamic routing via email or workflow integration • Once it’s in electronic form, is reportable • IT Reasons • Security • Digital signatures • Encryption capabilities

7. eForms contain layers of Information Information Gathering Business Processes Instances of Data Attachments

8. The Value of eForms Business Process Automation (ECM, Workflow) Regulatory Compliance (HIPPA, etc) More Process = More Value View Compliance (Pixel Perfect, Sec 508) Value Fill, (Sign) & Submit Off-line Fill, (Sign) & Submit On-line Fill & Print Print & Fill Print & Read Business Process Automation

9. Solution: IBM Workplace Forms • Web-based e-forms • View, fill, sign, submit, and route • Integrate with back-end sources of data • Streamlines and automates business processes • Is much more than “fill and print” • Reduces labor costs, dual entry of information, printing costs, transcription errors • Do more business in the same amount of time • Reduces low-value activities associated with paper forms • Stay focused on business instead of error checking

10. Objection: “need” to keep Paper • You don’t have to -- Bring your forms in! • Scan your existing form (.jpg, .bmp) • Trace over the form, reproduce pixel-for-pixel • IBM Pixel-Perfect rendering • Can print on a plain piece of paper • Prints the form and data all at once • Can print on the paper form itself • Data gets printed in the proper boxes and places

11. Forms: Saves Time, More Accurate • Take advantage of existing data with Forms • Shipping address is pulled from back-end servers • Ready to Go • Saves Time • More Accurate • Select the existing customer from the drop down list • Click Create new purchase order.

12. Forms: Client Components • Forms Viewer • Runs in browser or stand-alone • Supports digital signatures, offline forms • Browser-only (plug-in/client) • Just your browser • No signatures or offline forms

13. Forms: Server Components • Forms Server • Required for browser-only clients • Provides back-end integration • Forms Designer • Builds forms • Separate license

14. Forms Deployment: Viewer Only • Forms Viewer as stand-alone • When back-end integration isn’t needed • Supports forms offline • User fills out form on their PC • Completed form is a file that can be e-mailed • Supports digital signatures

15. Forms Server Deployments • Forms Server • Is required for browser clients (renders form) • Provides back-end integration • Can store data locally if integration isn’t required • Verifies digital signature from Viewer client • Server with Browser clients only • Browsers don’t need a license • Good for Internet-based forms • Forms Server with Browser and/or Viewer clients • Most flexibility, most functionality

16. Forms: Packaging & Licensing • Forms Express • Maximum of 1,000 users • Maximum of 2 Forms page packs (50 pages max) • Cannot mix with “Enterprise” • Forms “Enterprise” • No license restrictions • Forms Designer • Sold separately

17. Forms: Purchasable Components • Forms Server • Licensed by value units (VU), which is based on processor cores • Forms Viewer • Licensed by authorized user • 25 pages license • Allows an unlimited number of Viewer clients for a limited set of forms • Form data that’s less than 25 pages (8.5x11) when printed

18. Workplace Forms: Sales Thumbnail What does it cost? • Forms Express • $61 per viewer, $120 per vu for server • Forms (Enterprise) • $115 viewer, $300 per vu for server • Designer • $670 per user • Sales Cycle • 30-90 days starter, 90-180 days departmental, 180+ enterprise What is it? Reduces the time, costs, and problems of paper-based forms processes. Who to sell it to? Everyone, especially data-oriented industries such as Government, Financial, Health Care, Insurance. VU = Value Unit = Multi-Core Licensing • Count cores on the server platform to be licensed • Ex. 2 cores on Intel-based platform • Convert to Value Units, purchase Value Units

19. Forms Pricing Examples • Viewer-only • Express 100 viewers = $6,050 • Server-only, unlimited browser clients • Express Server* = $12,000 • “Enterprise” with 2,000 viewers, unlimited browsers • Server* = $30,000, 2,000 viewers = $230,000 • 25 Pages license (unlimited Viewer clients) • Express = $25,800, “Enterprise” = $96,600 Maintenance AND 24x7 Support are INCLUDED! * Server calculation is based on 100 Value units (vu) (Intel dual-core system)

20. Success Story: US Army • Why? • Movement of forms thru chain of command is slow • Transporting paper forms through hostile territory is life threatening • Solution: Workplace Forms • Benefits • Avoid physical transport of forms: SAVE LIVES! • Projected admin cost savings of $1.3 billion annually • Reduces form processing/approval times by one-third

21. Success Story: US Securities & Exchange Commission (SEC) • Why? • EDGAR e-filing system heavily used but outmoded • Solution: Workplace Forms • Benefits • Savings of more than $234,000 per year for subscribers • $150,000 per month in taxpayer savings • Simpler and faster filings and processing “Public company financial documents used to be submitted in hard-copy format using couriers, overnight mail and regular postal services. Now the information is disseminated worldwide within minutes of receipt.” – Rick Heroux, EDGAR Program Manager, U.S. Securities & Exchange Commission

22. Workplace Forms Elevator Pitch • Workplace Forms streamlines and automates business processes by reducing errors at the point of data entry, integrating back-end sources of data, and reducing the time, costs, and problems inherent to paper forms. • Workplace Forms reduces low-value activities associated with paper forms, allowing you to stay focused on business instead of error checking, and do more business in the same amount of time.

23. Why Forms? The Business Value • More Accurate • Eliminate manual form validation • Automatic error correction • Avoids data re-entry • Better than paper • Save cost and storage of paper forms • Data that was on paper is now accessible, reportable • More Efficient • Get more business done in the same amount of time • Meet regulatory/legal requirements via integration with DB2 Content Manager, Records Manager

24. Why Forms? The IT Value • Data management • Streamline data collection • Seamlessly transfer between applications • Save data to one or more databases • Route documents automatically • Online and offline access to forms • Security • Store all elements of a process in one secure file • Digitally sign documents and attachments • Archive for auditable, enforceable records • Secure transactions – tamper proof

25. Forms: The Competition • Adobe: PDF based • Microsoft: Windows based • IBM: Open and Standards based

26. Target Audience for Forms • Primary Audience • Business analysts and others who design business processes • Data intensive/Form-based industries, such as • Government (federal, state, local/municipal) • Banking and Financial Services • Insurance • Healthcare • Others who process a high volume of forms

27. Forms: Finding Opportunities • Customers who are suffering with paper forms • Labor intensive • Inefficient and slow business processing • Errors from redundant data entry • Delays from inaccurate or incomplete data • Difficulties with data retrieval of paper-based data • Need to reduce paper handling, management and storage costs

28. Forms: Finding Opportunities • Customers with Security concerns around forms • Difficult to maintain security thru record life cycle • Security around creation, approval, storage, retrieval • Need legally binding digital signatures • Need to verify the original content is unchanged • Protect privacy and access • Customers with record storage issues • Costly, hard to secure, difficult to search and analyze

29. Forms: Cross-Sell Opportunities • Databases • Forms provides web-based front end to data entry • DB2 9 has XML capabilities • Efficient storage of Forms’ XML based data files • Portals • Add Forms access to other portlets/portal apps • Domino • Integrate Forms with data in Domino databases • XML-based Forms integrates Domino data with other external sources

30. Cross-Sell with Content Manager • DB2 Content Manager is a full featured document management system • Scalable document repository • Workflow and document processing • Compliance-level record management with DB2 Records Manager

31. Cross-Sell Resource: “Demos” • 3-5 minute “demo” • End user oriented • Screens show the practical use and value • Forms with Domino • http://demos.dfw.ibm.com/on_demand/Demo/IBM_Demo_IBM_Workplace_Forms_and_Lotus_Notes__Domino-Apr06.html?S=index • Forms and Content Manager • http://demos.dfw.ibm.com/on_demand/Demo/IBM_Demo_IBM_Workplace_Forms_and_IBM_DB2_Content_Manager-May06.html?S=index • Portfolio of demos • http://demos.dfw.ibm.com/

32. SBE for Forms & Content Manager • IBM Solutions Builder Express (SBE) • Portfolio of solutions with IBM Software products • http://www.ibm.com/partnerworld/solutionsbuilder • Solution Starting Points • Core technical deliverable of SBE • The “blueprints” that help you build solutions • Starting point for Forms & Content Manager • https://publib14.boulder.ibm.com/infocenter-int/sbehelp/v1r0/help/topic/com.ibm.sbe.AutomatingBusProcessesWeForms.sp.doc/welcome.htm • IBM partnerworld (www.ibm.com/partnerworld) login required

33. SBE: Forms & Content Manager

34. Business Focus with SBE • General overview of the solution • Key features, solution components • Customer profile, key customer benefits • Partner profile, key partner benefits • Related solutions • Shows additional solutions to enhance current solution

35. Technical Focus with SBE Hardware & Software Recommendations Partner Skill Requirements Implementation Guide (Architecture & Deployment)

36. Forms: Questions to Ask • Do you use a lot of paper forms in your business? • Are your customers complaining about • The number of forms they have to fill out to do business with you • Having to re-enter the same data over-and-over AGAIN • Your business methods being inefficient, and you should “put it all online” • Is there “too much paper pushing” in your business processes?

37. Forms: Questions to Ask • Do you have data on paper forms that you need to report on, but can’t? • Do you frequently encounter errors due to manual data entry on forms? • Do you lose a lot of time due to bounce-back of incomplete or erroneous forms? • Do you need security around the creation, approval, storage, and retrieval of data that’s currently in paper forms?

38. ® Ingram Micro - IBM SoftwareResources and Support

39. About Selling IBM Software • Get started NOW • No authorization, certifications, or sales barriers • Volume Licensing • Ingram Micro IBM Passport Advantage desk x66043 • End user Passport ID sets the discount level • No shrink wrap for IBM Software products • Pricing includes Maintenance AND Support • 24x7 support, direct from IBM • One price covers everything!

40. Ingram Micro Market Support • Volume License Specialists (VLS) • Parts, Pricing, and Quotes • 800-456-6783 x66043 • Market Development Specialists (MDS) • Get you started with IBM • Help you with IBM programs (VAP, SVI) that increase your margins • Market Development Manager (MDM) • Marketing assistance • Strategic growth and business development

41. Central MDM – Kim Alexander MDS – Jennifer Willman Ingram/IBM Market Dev Resources East MDM – Jim Coleman MDS – Raffaele DiPrado West MDM – Cindy Ferron MDS – Jennifer Willman MDM = Market Development Manager MDS = Market Development Specialist VLS = Volume License Specialist

42. Ingram Micro Technical Support “Ingram Micro Technical Support is the only place that VARs and Integrators can find true Multi-Vendor solutions & answers to business needs.” • Solution-oriented focus that enables sales • Conference end user, transparently • Keep up on new technologies, solutions, services, products • Technology Solutions Engineers (TSE) program • Presales consultative/technical assistance that enables sales • Sales/technical training • Identify opportunities • Customer visits, conference calls, meetings, and events

43. Why IBM Software?? • Complete software portfolio • A deep tradition of technology leadership • Scalable solutions • Support and maintenance included • Stability • One of the world’s largest software companies • Partnership with Ingram Micro

44. ® Partner Smart.™

45. Forms Resources • Product page on ibm.com • http://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/eforms • Announcement letter • http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207055.PDF • Datasheet • ftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Forms_datasheet.pdf • Documentation • http://www.ibm.com/developerworks/workplace/documentation/forms/ • Trial software • http://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/formstrial

46. Forms Express Resources • Product page on ibm.com • http://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/formsexpress • Announcement letter • http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207055.PDF • Datasheet • ftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Forms_Express_datasheet.pdf • Documentation • http://www.ibm.com/developerworks/workplace/documentation/forms/ • Trial software • http://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/formstrial